The Selling Point

Selling value with online reviews

As we come into the second quarter, we know it can be difficult to keep up the momentum of and excitement that comes with the new year. As you move forward with your second quarter goals, remember there are various selling tools at your disposal. One specific thing to keep in mind are the numerous unsolicited reviews online that can be leveraged during the sales process.

Online reviews are a great way to drive home the value of the product from the consumer perspective. Remember, our goal is to show retailers that small pet owners deserve the same quality of product as other pet owners.

So what’s your angle? Most responsible pet owners often start out with small pets. Show that you value them and are willing to invest in them the right way with quality products.

The extensive reviews of the Supreme product online only proves this point. Small pet owners care!

Check out this review from Amazon:

5.0 out of 5 stars Great for degus too!, April 2, 2014

By Kelsey K.See all my reviews

This review is from: SupremePetfoods Gerty Guinea Pig Food 6-Pound (Misc.)

Being in the US, it’s hard to find good degu food in stores. This food however is perfect for them! Not only does it have no added sugar (which is essential for degus) and my boys love it, but it also has the right balance of protein, fiber, fat, vitamins, etc. This food and a bunch of hay is just what they need and love.

As you can see, this is an educate consumer, both concerned for the well-being of her Guinea Pigs and excited to find the Supreme product meets her needs! As you check out different sites for reviews, it will be helpful to narrow down your search. Pick one or two items you want to hit hard and search for reviews on those products only. And don’t forget, a picture is worth a thousand words. Don’t ignore picture and video websites for reviews and testaments to the product.

For example, this youtube channel called Candy Yum Yum, features product reviews and little creatures. Here is one for Reggie Rat Food that could be easily shown on a sales appointment.

Building relationships with key brand advocates online can really be of value. For example, if you find a brand reviewers in the area of your retail buyers, invite them to a personal meet and greet at the store and give them some free product. Keep in mind, many of the sites will let you see the location of the reviewers. If not, youtube and other social sites give you the ability to comment or message reviews.

Have you leveraged online reviews or built relationships with key brand advocates? If so, we’d love to hear your story! If not, get moving and let us know how you plan to use this tool during the second quarter.


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